cycle

 

Easing the Hosted PBX Sale

Despite the success of hosted IP telephony service providers such as Covad, SIP trunking providers such as Cbeyond, XO and Time Warner Telecom have been amassing more lines. In 2012, for instance, they are expected to sell more than double the number of lines than their hosted counterparts, according to data from Frost & Sulliivan. […]

Whaleback Systems Introduces Partner Program

Whaleback Systems on Tuesday introduced the Whaleback Partner Program, a channel program for interconnect companies, including resellers, VARs and systems integrators, to accelerate the distribution of Whalebacks CrystalBlue Voice Service. Whaleback is a managed service provider and has created a full-functionality, premises-based IP PBX with key system unit functionality, along with broadband-based telephony service infrastructure. […]

Hold ‘Em or Fold ‘Em

OK, you’ve done your homework, you’ve set up your Web site and you’ve mailed your fliers. Now, you’re sitting back and waiting for that sales funnel to fill up with leads. But do you have a plan for managing the process when it does? Lead management is as important a factor in telecom sales success […]

Little Sales Cycle of Horrors

“Feed me, Seymour!” No, it’s not the roar of a giant, man-eating Venus Flytrap. It’s your funnel calling. Keeping the sales funnel full (that is, making sure you have new prospects and likely buyers in your pipeline at all times) is a hallmark of successful salespeople. But the funnel’s hungry - constantly. Generating and tracking multiple […]

Breaking Bad Habits

Posted: 11/2003 Breaking Bad Habits Simple Fixes to Common Customer Care Blunders By Jim Marsh Telecom players extol their commitments to customer service. Every providers marketing materials profess to focus on the customer and the advantages prospects will gain from being part of the carriers family. Yet, once a service provider has gained a customer, […]

THE LETTER: Bandwidth Trading at a Crossroads

Posted: 1/2002 The Letter Bandwidth Trading at a Crossroads In editing this magazine over the years, one of my favorite beats has been bandwidth trading. I don’t know if I feel this affinity because I have been covering its evolution from the beginning, or because it seemed to represent a truly revolutionary step in the […]

Outsourcing Receivables Management

Posted: 11/1999 Outsourcing Receivables Management By Keith Shaver and Brian Briggs To survive and flourish, service providers mustfocus on aggressive receivables management that helps the organization maximize customer profitability. It’s no secret that competition has transformed the telecommunications industry, stimulating dramatic growth, innovation and the emergence of many new players–even industry categories–that did not exist […]

Avoid Overexposure with Credit Risk Management

Posted: 12/1998 Avoid Overexposure with Credit Risk Management By Dave Nestler and Liz Titan In North America, unparalleled choice in telecommunications services has caused bad-debt rates to soar to between $5 billion to $6 billion annually. Increased credit risk exposure looms for many firms as bundling ever more services creates the potential to double, triple […]

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